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Sales

About the co-hosts

co-host
MATTIA SCHAPER
CO-FOUNDER
SDRS OF GERMANY

I started as an SDR in Software Sales in 2020 and fell in love with Sales Development. Quickly, I realized that Sales isn't just an awesome profession but that you can also personally grow a lot from it. I started sharing my professional and personal learnings here on LinkedIn, which made me go out of my comfort zone and held me accountable for all the things I wanted to achieve. In 2022, I started building a community for German-speaking SDRs and what started out as a hobby, quickly became a fully fledged business that I now run together with my Co-Founder Helena.Being a female thought leader in the B2B SaaS Sales Space has had its challenges, which is why I started boxing to cope with the stress and pressure. I actually just wanted to box here and there, but now I've found myself fighting my second fight at the end of the year 🥊

Who is this track for?

This track is designed for sales professionals at all levels—whether you're an SDR, BDR, AE, or Account Manager. It’s perfect for anyone focused on building pipeline, closing deals, and growing their career. Whether you're a junior seller looking to hone your skills or a seasoned pro aiming to sharpen your edge, you’ll find valuable content tailored to your needs. From SMB to enterprise, the Sales Track offers insights and strategies for every type of seller, helping you craft your own individual learning experience.

What problems does this track address? Sales professionals often face common challenges that can stall their progress:

Struggling to fill the pipeline: Many sellers find it hard to consistently generate leads. This track will help you master prospecting strategies—whether through cold outreach, social selling, or inbound lead management—to keep your pipeline full of high-quality prospects.

Facing constant rejection and objections: Rejection is a natural part of sales, but it can be discouraging. You’ll learn how to handle objections effectively, turn "no" into "yes," and stay resilient even in tough markets.

Deals dragging on without closing: Sales cycles can stretch endlessly, causing frustration for even experienced sellers. In this track, you’ll discover closing techniques and negotiation strategies to help you close deals faster and with more confidence, no matter the deal size.

Limited career growth: Many sellers feel stuck in their roles, unsure of how to progress. Whether you're aspiring to lead a team or build a personal brand, the track offers actionable advice on career advancement, giving you the tools to stand out and get ahead.

What content can you expect?

We’ve structured the Sales Track to cover key areas that will help you overcome these challenges:

Building Pipeline: Master the techniques that help top sellers consistently generate leads. Learn cold calling, social selling, and how to create a robust inbound funnel that feeds into your success.

Closing Deals: Fine-tune your skills with proven negotiation tactics, objection-handling methods, and the best approaches for securing deals in both fast-paced SMB and complex enterprise environments.

Sales Career Growth: From navigating internal promotions to building a personal brand that attracts opportunities, this section will help you design a clear path for long-term success in sales.

Adapting for SMB to Enterprise Sales: Whether you're closing smaller deals quickly or managing long enterprise sales cycles, you’ll learn how to adjust your techniques to fit different markets and maximize your impact.

Why should you join us?

This track is a game-changer for anyone serious about excelling in sales. Learn from top sales leaders and gain practical, real-world strategies that you can apply right away. You’ll return to your team equipped with new tools, tactics, and insights to improve your performance and take your sales career to the next level. If you're ready to boost your results and overcome the challenges every seller faces, the Sales Track at ARRtist Circus is where you need to be!

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Workshop
Audience:
All Levels
Introduction to Sales Kung Fu - When the Rubber meets the Street
Andreas Fauler
Sifu
Sales Kung-Fu 销售功夫
Frank Kuhnecke
Sifu
Sales Kung-Fu 销售功夫

Only a few critical customer situations decide about sales success. How do you master them consistently?Sales Kung Fu is the art of mastering any of these critical sales situations. We will introduce you to the 16 Sales Kung Fu Skills and the 7 Sales Kung Fu Gates to start your Sales Kung Fu journey. If you complete the Sales Kung Fu Profile questionnaire upfront you will get personal feedback at the Circus.

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Workshop
Audience:
Talent
Stop automations - Start builiding true relationships at trade fairs
Björn Andres
Head of Sales
Überblick

This hands-on workshop teaches you how to effectively use trade shows for customer acquisition without being pushy. You’ll learn why proper preparation determines success, how to engage prospects authentically during the event, and how to close deals smoothly. Additionally, discover why speed is critical and how to grab attention with the "pink elephant." Ideal for sales professionals and leaders who want to win new customers with confidence.

This is what you will get out of the workshop:

1. Be prepared - you loose or win before the fair starts

2. How to make acquisitions at the fair without being salesy and how to close the deal.

3. Speed is king and what the pink elephant has to do with it

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Workshop
Audience:
All Levels
Boost your sales velocity - with your entire GTM team
Bjoern Schaefer
Founder
Rowing8

The sales velocity is one of the most powerful metric you can work on to accelerate growth. It includes four elements: number of opportunities, Win Rate, ACV and Sales cycle.Learn how to improve all of them - if you work together as an united team.

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Keynote
Audience:
All Levels
Disco Disco, Party Party - Deep Discovery in Enterprise and What Your Manager Hasn't Told You Yet
Carolina Bräuninger
Senior Account Executive
Dealfront

BANT, SUGAR, SPIN, NEAT - we all know them. And somehow, we all try to make something out of them, but it just doesn't seem to work really well. Because if we all implemented everything that is in these frameworks, we would have a conversion rate of nearly 100%, and nobody has that. But what is the reason that some SDRs and AEs have a much higher conversion rate than others - and these are also the ones who don't even use a framework?!

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Workshop
Audience:
Leadership
AI Implementation - Learnings & Best Practices
Christian Wipfler
Sales Director
Exxeta

Description to be announced

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Workshop
Audience:
All Levels
The Art of Big Deals: Believe It to Achieve It!
Edmund Frey
Founder & Managing Partner
Edventure Capital Gmbh

Big deals start with a bold vision: Think big, believe in your goal, and bring your team and customer on the journey with you. Experience how vision, trust, and a well-executed strategy can turn conversations into €10M+ ARR deals – from the first handshake to the final signature. Ready to take the stage and close the show?

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Workshop
Audience:
All Levels
Selling, Your Way: Bringing Authenticity Back to Sales
Esther Hubois
RVP Enterprise
Slack

On this keynote, we’re diving into how to create a sales style that feels natural to you. It’s about figuring out what makes you tick—whether it’s empathy, creativity, or just being great at connecting with people—and using that to make sales less about a script and more about being yourself. We’ll talk about how to keep going when things get tough, find success in your own way, and even have some fun along the way. It’s time to tap into what makes you unique and fall back in love with the whole sales journey.

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Keynote
Audience:
All Levels
Cold Calling in 2025 and Beyond
Giulio Segantini
Cold Calling Trainer
Underdog Sales

1. Up-to-date cold calling tips

2. How to integrate cold calling in multi-channel

3. Technology and emerging trends for cold calling

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Workshop
Audience:
Talent (Senior)
Slash the Sales Slowdown
Hanneke Vogels
Author of the book Sales Tech
Stryfes

In this high-impact session, Hanneke Vogels, Europe’s most prominent expert on sales tech and author ofSales Tech - Building the Ultimate Sales Machine, will tackle the three biggest time killers in your sales process. With a practical, no-nonsense approach, you’ll learn how to streamline your sales flow, eliminate inefficiencies, and empower your team to close deals faster than ever before. And yes, you can do that with sales tech.

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Workshop
Audience:
All Levels
Selling is Weird (And That’s Why It Works)
Henry Kayser
Commercial Sales Team Leader DACH
Zoom

One of those pivotal moments hit Henry Kayser while working in the high-pressure world of high-end kitchens with Michelin-level standards.He learned the hard truth: your product isn’t special, but your perspective on it is.

This insight became the cornerstone of his philosophy as he transitioned from the kitchen to leading sales teams across EMEA.In this talk, Henry shares key lessons from his journey through the kitchen and the boardroom:

Sales doesn’t create value; it reveals it.It’s not about selling a product—it’s about uncovering what’s hidden in plain sight.

Everyone should be selling, but hardly anyone is.Many great products never succeed, not because they lack quality, but because their value isn’t clearly communicated.

A robot can follow a process, but only a human can close the deal.As the world becomes more digital, the irreplaceable qualities of human connection become the secret sauce of any successful sale.After this session, you’ll understand why selling is weird, why it matters, and how Henry’s experiences can help you harness the true power of sales. You’ll leave with a fresh perspective on what makes sales effective and why it’s more relevant than ever.

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Keynote
Audience:
Talent
Title to be announced
Jan Mundorf
Account Executive
Pleo

Description to be announced

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Workshop
Audience:
All Levels
Title to be announced
Jens Polomski
Marketing & KI Berater
Jens.Marketing

Description to be announced

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Keynote
Audience:
All Levels
Flip the Script - How the Best Outbound Sales Orgs Outperform Everyone Else in 2025 and Beyond
Jiri Siklar
Sr. Enterprise Account Executive
MongoDB

Outbound sales was always tough and itis getting tougher. Customers are swamped with self-serving, generic messages, and with AI, the volume of calls and emails is skyrocketing. Doing more of the same isn't working—it's just annoying potential buyers even more. The advent of AI motivates sales to do "more stupid things faster." To really win in outbound sales, we need a fresh approach that mixes smart AI with genuine, human personalization. Following the crowd is a dead end. Doing the opposite can set you apart. Get ready to flip the script and learn what it takes to succeed in outbound sales in 2025 and beyond.

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Keynote
Audience:
Talent
Unlocking Peak Performance in SaaS Sales: Master Your Inner Game
Kyan Burke
Account Executive
Revolut

Sales can be exhilarating—prospecting effectively, creating opportunities, and closing big deals are all part of the high-energy world of SaaS sales. But the constant pressure and emotional ups and downs can be draining. What sets top performers apart?Join Kyan Burke, a dynamic London-based keynote speaker, podcast host, and seasoned sales professional who has broken sales records across multiple tech companies, as he delves into the inner game behind peak performance.Discover how elite SDRs and Account Executives think differently, and how this mindset translates into consistent actions that keep them at the top of the leaderboard.Don't miss this chance to transform your routine, revolutionize your mindset, and master the inner game of sales success!’

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Workshop
Audience:
All Levels
Closed Won! - Wie Du in 30 Tagen 50 % Deiner Termine als Neukunden gewinnst!
Lars Krüger
Founder
Lars Krüger Consulting

Du machst klassische Online Demos und stehst immer wieder vor der Herausforderung, dass weniger als 50% deiner Salesgespräche tatsächlich zum Abschluss kommen.Zudem kommt noch dazu, dass deine Ansprechpartner anfangen, dich zu ghosten und du nicht wirklich weißt, woran es liegt. Das sollten wir jetzt dringend ändern (mehr Details weiter unten).Deine Vorteile✓ 4 stufiges Sales Framework, dass jede Company sofort nutzen kann.✓ +50% Abschlussrate für mehr Umsatz in Deinem Unternehmen.✓ Motivation und Insights von einem SaaS Gründer✓ Value only - 100% praxisrelevante Inhalte - kein Bullshit!

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Keynote
Audience:
All Levels
Persona Insights at Scale: How AI Refines Buyer Interviews and Sales Messages
Mafalda Johannsen
Head of Business Development
UpCloud

In 20 minutes, you’ll learn how to use AI to speed up the process of interviewing buyer personas while crafting compelling and high-quality sales messaging.

1) How to leverage AI to speed up the process of analyzing interviews insights

2) Which elements to use in sales messaging

3) How to craft high-quality prospect messaging based on the interviews.

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Workshop
Audience:
Talent (Senior)
AI vs(?) HI: The EUR 1 Mio. ARR Rep
Manuel Hartmann
Founder & CEO
SalesPlaybook

Scaling sales efficiently is paramount. Sales reps always want to earn more money by creating more value. Is AI taking away sales reps' jobs, making a few ones rich? -1. This Keynote will help you understand

1. how much headcount you really need per EUR 1 Mio. ARR,

2. what AI can(not) fix for sales and

3. why "Basics Done Right" is equally true in sales as in elite sports

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Keynote
Audience:
All Levels
How to humanize your sales approach in an AI world
Matt Swain
CEO & Founder
Triangle

Everyone's sales process and tactics are becoming more alike: robotic messages; mass outbound; desperation; endless follow-ups. Trust is being eroded and everyone is blending in with each other. In an AI world, this will only increase. I'll share a Personal Brand building approach focused on bringing you to the forefront. Where you create trust at scale, nurture your prospects organically, humanize your business, and develop a market-leading position where you attract people to come to you.

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Workshop
Audience:
Leadership
Pitch Perfect: How Storytelling Creates Unbeatable Sales Momentum
Michael Rap
DACH Mid-Market & Enterprise Manager
Pleo

Transform the way you connect, inspire, and close with the power of storytelling! In this engaging workshop, you’ll discover how to ask razor-sharp questions that uncover your customer’s true needs, position yourself as unforgettable in their minds, and seamlessly weave storytelling into your daily sales interactions. Packed with practical techniques and real-world examples, this session will empower you to create conversations that resonate, build trust, and drive results.Whether you’re a seasoned pro or just starting out, this workshop will equip you with the tools to craft compelling narratives and elevate your sales game to new heights. Don’t miss it!

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Workshop
Audience:
Talent (Senior)
Mutual Action Plan - how to get more grip on your pipeline
Sarah Jochimsen
Partner & Head Trainer
GROWTH MASTERY

In this workshop, we will create a short version of your Mutual Action Plan. We will work with a handout and I will give you brief information about the plan itself. You will also receive a tip on how you can quickly put it into practice. I will bring along a practical example.

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Workshop
Audience:
All Levels
Psychology of Urgency: Converting Indecision into Action in 2025
Sascha Guck
Ambassador
SDRs of Germany

In 2025, sales professionals face a critical challenge: longer sales cycles and rising indecision as budgets tighten and purchasing hesitations grow.This workshop dives into the psychology of urgency, equipping you with essential techniques to break through buyer inertia and accelerate decisions, even in cautious markets.Through practical exercises and insights from decision-making psychology, you’ll learn how to apply subtle but powerful psychological triggers that motivate action and overcome indecision.Master the art of fostering urgency to ensure your solution stands out, making the sales journey smoother and your message unforgettable—even amidst the heightened pressures of today’s market.

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Workshop
Audience:
Leadership
Crafting a High-Performing Team Culture: Building the Foundation for Success
Scott Kingsbury
UK Country Manager
WINT

In this dynamic workshop, you'll dive into the key elements that foster a high-performing team culture. From defining core values and building trust to implementing effective communication and collaboration strategies, you'll learn actionable steps to transform your team's environment. Whether you're leading a small sales squad or a large revenue organization, discover the tools to inspire, motivate, and elevate your team to new heights. Get ready to take away practical frameworks and insights that you can immediately apply to your leadership journey!

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Keynote
Audience:
Talent (Senior)
Control the Controllables: Unleash Your Peak Sales Potential by Focusing on What Matters
Stephanie Herre
Head of Sales
SHIFTMOVE

In a world where time management is often overvalued, real success in SaaS sales comes down to mastering self-management. This session will empower you to elevate your performance by focusing on “green time” — the revenue-generating activities that drive results — and cutting down on the distractions that don’t move the needle. Learn how to cultivate a resilient mindset, one that refuses to be bogged down by losses or setbacks, and discover how to break free from reactive habits to stay proactive, focused, and fully in control.

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Keynote
Audience:
All Levels
How to create a sustainable prospecting routine (and stick to it)
Thibaut Souyris
CEO & Founder
SalesLabs

In Thibaut Souyris' keynote, "How to Create a Sustainable Prospecting Routine (and Stick to It)," sellers will learn actionable strategies to develop a consistent prospecting rhythm that drives long-term results. Thibaut will dive deep into proven techniques for maintaining momentum, staying motivated, and avoiding burnout. By the end of this session, you'll walk away with a solid framework to make prospecting an efficient and stress-free part of your daily routine, ensuring you consistently fill your pipeline with quality leads.

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Keynote
Audience:
All Levels
Discovery reimagined: Coaching tools for next-gen Sales ARRtists
Frederik Messmer
Sales Consultant & Founder
Focus for Sales

You will learn how to use systemic coaching techniques to uncover deeper customer needs and move beyond traditional sales pitches, building authentic connections. For Senior AEs, these tools will enhance goal oriented discovery conversations, building trust and accelerating pipeline progression. Sales Leaders will see how systemic coaching fosters an innovative, high-impact sales culture, empowering teams to win customers more effectively.

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Workshop
Audience:
All Levels
How to superpower your online negotiations
Timo Holopainen
Principal Lecturer, Sales
Turku University of Applied Sciences

Participate in hands-on workshop, where you will gain applicable knowledge and skills that will help you to succeed in online negotiations. Find out what kind of tips, trick and strategies to apply for making every online negotiation a success.

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Workshop
Audience:
Leadership
Empower Your Enterprise B2B Business with a Lean Account Team
Christian Wipfler
Sales Director
Exxeta

Join my session to learn how to accelerate your enterprise B2B business by leveraging a lean account team meeting methodology. Discover how this approach can streamline complexity, align efforts, and clarify responsibilities, ultimately leading to increased sales success and improved seller performance. Learn how to effectively set up structures, roles, and responsibilities, even when you are not the disciplinary manager.

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Keynote
Audience:
All Levels
Mastering Customer Conversations: How structure fuels success without killing your vibe 
Jeremy Spijker
Managing Director
Winning by Design

In the fast-paced world of SaaS, every interaction counts. While many see sales methodologies as rigid and stifling, the truth is that structure can significantly enhance your effectiveness without compromising authenticity. In this session, we'll explore the power of the "process" - without preaching rigid rules. Drawing from over 58,000 real-world calls, discover how adopting a simple, flexible structure can double your average sales price while staying true to your unique style. Walk away with practical insights that will boost your results.

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Workshop
Audience:
Talent
The Future of B2B Sales: How SDRs and AEs Can Rise to the Top 10% by 2028
Christian Städtler
Founder
GTM Pioneers

As buyers turn away from automated outreach and paid ads to seek genuine, peer-driven recommendations, sales professionals must evolve to stand out. This workshop reveals how SDRs and AEs can anticipate and adapt to these shifting dynamics, building the essential skills and strategies to become top 10% sellers in the next 3–5 years. We’ll explore the rise of social, community, and partner-led approaches, share actionable insights on building trusted connections, and outline what you can start doing today to secure a competitive edge. Join us to future-proof your sales career and master the art of staying ahead in the new era of B2B sales.

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